Euromonitor Customer Success Story | LinkedIn Sales Solutions

Rehan Panditaratne, who leads Euromonitor’s Corporate Business Development team in Australasia, explains: “Our solutions are designed to support and accelerate our clients’ business strategy. From a sales perspective, it is challenging to find opportunities to fit into that strategy because business plans are not always public information. When we lack that visibility, it becomes difficult to find an inroad to start having meaningful conversations.”

In Rehan’s case, the challenge is two-fold because within his geographical remit, he is also responsible for a broad range of industries from agriculture to beverages, and media to fast moving consumer goods. To make it easier to keep track of what’s happening within his clients’ space, both on an industry level and within the company itself, he started using LinkedIn Sales Navigator. After a few months of paying for it himself, Euromonitor took notice and implemented it for all its sales teams.

“Where LinkedIn Sales Navigator really shines for me is in the early stages of the sales cycle. It helps me find the right people to speak to, and allows me to connect directly with them,” said Rehan.

“For me, one key difference between LinkedIn Sales Navigator and linkedin.com is the saved search feature. I can search by job title, for example, and the saved list gets automatically updated when someone new with the right title comes along. Every time I go through the list, which is usually once every few weeks, I’ll get at least a handful of really good new leads.”

In fact, it was LinkedIn Sales Navigator that alerted Rehan when someone new stepped into a senior role at a prospective account that had gone cold.

“I had been trying to make progress on that account for a long time, but it was hard to get through to the previous decision maker. With someone new onboard, I saw this as a great opportunity to start afresh. Since the person was new to the role, he was very open to connecting and exploring how we could help him achieve his objectives. After a few follow-up meetings and proposals, we closed the deal,” shared Rehan.

INDUSTRY: Market Research

NO. OF EMPLOYEES: 1,001 - 5,000

LOCATION: London, England

ABOUT THE COMPANY: Euromonitor International empowers its clients with strategic data, analysis and consumer trends. It provides them with the depth of global, national and local business information that they need to succeed in today’s world. Its intelligence solutions are powerful drivers of business strategy, but pitching them requires visibility into what is inherently an internal plan.

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Rehan Panditaratne

Team Manager - Corporate Business Development - Australasia
Euromonitor International

Challenges

Solution

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